Professional Selling A Trust-Based Approach

by Ingram, Thomas N.; LaForge, Raymond W.; Ramon A.; Schwepker, Charles H.; Williams, Michael R.

• ISBN13: 9780324538090
• ISBN10: 032453809X
• Edition: 4th
• Format: Paperback
• Copyright: 2007-02-05
• Publisher: South-Western College Pub

Summary

PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e is written specifically for you the student. It strives to provide comprehensive coverage of sales tools and tactics in a way that you will find interesting, readable, and enjoyable. The text is arranged into ten modules, which blend research results with up-to-date professional selling practice in a format designed to stimulate learning. "Objectives" highlight the basic material you will want to learn. Chapter opening vignettes illustrate many of the significant ideas to be covered in the upcoming module. These vignettes use real-world examples to illustrate the diversity and complexity of professional selling. Key words, highlighted in bold, are used to illustrate key concepts and definitions. A final module summary is geared to the learning objectives at the beginning of each chapter. If you understand professional selling terms, develop selling knowledge, and build professional sales skills, you will be prepared to make successful, professional selling decisions.

Table of Contents

Overview of Personal Selling

Sales Careers

The Foundations Of Professional Selling

Building the Trust and Sales Ethics

Understanding Buyers

Communication Skills

Initiating Customer Relationships

Prospecting and Preapproach

Planning the Presentation and Approaching the Customer

Developing Customer Relationships

Sales Presentation Delivery

Addressing Concerns and Earning Commitment

Enhancing Customer Relationships

Adding Value: Follow-Up

Adding Value: Self-Leadership and Teamwork

Experiential Exercises

Glossary

Notes

Index

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